Account Executive

Airspace Link is a post-Series B high-growth data and software startup based out of Newlab Innovation Hub at Michigan Central in Detroit. Offering Hybrid and fully Remote work options, we are an award-winning company of 50+ team members that focus on creating a place where people of all different backgrounds and perspectives can thrive as engineers, data scientists, creative thinkers, and passionate innovators.

Our vision is to create a world where the safe integration of drone's fuels human progress, advancing social equity, the environment, and the economy. Partnered with the FAA, we work with state and local governments and commercial operators to enable the safe integration of drones into the national airspace and communities at scale through digital infrastructure, strategic

partnerships and thought leadership.

Job Summary:

We are seeking a driven and experienced Account Executive to join our growing sales team, specializing in selling Enterprise SaaS software solutions to local government and commercial organizations. In this role, you will be responsible for identifying new business opportunities, managing the entire sales motion, and building strong, lasting relationships with decision-makers in UAS and Information Technology. The ideal candidate will have experience selling complex software solutions to various enterprise organizations and/or government.

Duties and Responsibilities

• Territory Ownership: Develops strategic sales and accounts plan for geographic territory and aligns products and services to meet/exceed your annual sales goals
• Demand Generation: Generate new leads through networking and prospecting activities, including cold calling, as well as collaborate with marketing team to develop and execute territory-specific demand generation campaigns.
• Sales Cycle Management: Manage the entire sales motion, from lead qualification to proposal presentation, contract negotiation, and close. Create urgency and successfully guide prospects through the customer buying journey.
• Consultative Approach: Facilitate effective discovery and needs analysis process to gain understanding of governmental agencies' current state, their challenges, and goal then develop a unique solution and action plan to address these organization needs.
• Relationship Building: Successfully foster meaningful relationships with targeted audiences across all organizational levels to sell products and services.
• Product Knowledge & Presentation: Quickly become a product expert for Airspace Link solutions, delivering compelling demonstrations, presentations, and product briefings to local government stakeholders.
• Collaboration: Work closely with internal Airspace Link talent (e.g., marketing, product, services, customer success) to meet customer business needs and ensure successful implementation of crafted solutions.
• Negotiation & Closing: Lead contract negotiations, draft proposals, and close deals while ensuring compliance with government procurement processes and legal requirements.
• Forecasting: Maintain accurate records of sales activities, pipeline updates, and forecasts using CRM systems. Regularly report on progress against sales targets to leadership.
• Industry IQ: Develop and maintain in-depth knowledge of UAS trends, budget cycles, and regulatory changes that may impact current customer and sales opportunities.

Travel Required: Up to 30%

Position Type: Full-Time, 40 hours a week

Location: Hybrid

Requirements:

• 6+ years of sales experience with Enterprise SaaS based solutions (UAS experience is a

plus)

• Demonstrated track record of high performance by hitting or exceeding quota
• Poven ability to close complex, consultative software solutions ranging $50,000-250,000
• Hunter mentality to find new business and maintain it
• Excellent listening and communication skills
• Possesses high degree of business acumen and executive presence
• Curious and coachable when it comes to new challenges
• Positive self-starter, who thrives in a results-driven and collaborative work environment
• Excellent understanding of sales processes, sales hygiene, forecasting, and urgently

driving opportunities to close
• Experience working with RFPs and government contracts

• BS/BA from an accredited university preferred